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SELLING ENGINEERED LUMBER: Storing and Selling Subfloor Panels
Strategies for storing, selling wood structural panels for installation under hardwood.
Wood structural panels—OSB and plywood—are commonly used for subfloors and are proven to perform...
Industry News
BEHIND YOUR BACK: Don’t Discourage El Dinero
Why to embrace—not ignore—Hispanic customers.
My first job was at Seigle’s Lumber in Elgin, Illinois. I was 15 years old and was stationed in the...
Industry News
BEHIND YOUR BACK: Go “Around the Horn” with Your Team
How this baseball basic (and ESPN show) can prepare sales reps for purchasing managers.
Coaching a baseball team full of eight-year-olds, I’ve learned you can’t...
Industry News
SELLING ENGINEERED LUMBER: Simple Strategies to Help Homes Withstand High Winds
We’re well into the 2015 tornado and hurricane season, and already parts of the country have seen the devastation that high winds can bring.
For...
Industry News
SELLING ENGINEERED LUMBER: Selling Glulam for Multifamily Projects
The Glen at University Park, a complex of 107 three-story rowhouse condominiums for students at California State University, San Bernardino, tells a story that...
Industry News
BEHIND YOUR BACK: Jerry Jones’ 5 Keys to Sales Success
Jerry Jones is an incredibly successful salesman. Despite his transformational facial plastic surgery, Jones has been the face of the Dallas Cowboys franchise since...
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Industry News
SELLING ENGINEERED LUMBER: Do Dimension Lumber Labeling Concerns Apply to Structural Panel Products?
In August 2014, Lowe’s agreed to pay a $1.6 million settlement in California as a result of a lawsuit brought by the district attorneys...
Industry News
SELLING ENGINEERED LUMBER: Getting Back to Basics
The post-recession housing market is bringing new challenges for dealers and their customers.As construction activity grows, the industry is feeling the impact of a...
Industry News
BEHIND YOUR BACK: Target Stories. Not Stars.
You and your team are already doing the hard part - consistently solving your customers’ problems. Now it’s time to share the stories.
By: Bradley...
Industry News
SELLING ENGINEERED LUMBER: Meeting Fire Protection Requirements
In some states and jurisdictions around the country, dealers and their builder customers are facing tougher restrictions related to floor systems. Both the 2012...
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